Job description
Client Development Director
About the Role
SMG is seeking a Client Development Director in the US to be responsible for accelerating the sales cycle, understanding the organizational landscape, decision criteria, risk associated with change while securing buy-in and alignment across multiple stakeholders.
About SMG
SMG is a leading unified experience management (UXM) provider, primarily serving restaurants, retailers, and other multi-location consumer businesses by changing how brands act on customer + brand + employee insights. With a rich 35-year history, SMG is uniquely pairing an enterprise software platform with professional services to help brands generate new revenue, grow existing revenue, reduce detractors, and drive operational efficiencies. And with our 2024 acquisition of Bulbshare, we also help the world’s leading organizations grow through real-time customer collaboration by building mobile-first customer communities in over 30 markets worldwide, enabling clients to collaborate with consumers quickly and effectively for insights, ideation, and advocacy.
We offer our talent -
- Work hard, have fun environment - We work hard to deliver a fulfilling, exciting workplace environment for each SMG employee. Our teams are composed of smart, talented, curious people who love a good challenge.
- Values driven culture where we connect, collaborate & co-create.
- Remote first company (fully remote)
- Unlimited PTO
- Tech provided
Diverse, experienced, friendly team which will welcome you, support you and challenge you. We are proud to be an equal opportunity employer. We celebrate diversity and create an inclusive work environment in which all our colleagues experience belonging, have their unique needs respected and met, have equal access to opportunities and resources, and feel fully engaged to contribute to the company’s success.
What You’ll Do
- Attaining assigned quarterly and annual quota through closure of $70k to >$800k Annual Contract Value (ACV) existing client Renewals, and Expansions.
- Negotiating effectively, generating support and cooperation from a variety of key stakeholders to close deals that contribute to the defined revenue and growth targets.
- Guiding clients by demonstrating market expertise and client-specific awareness to uncover business needs. Understands the way influence flows through the organization, budget is developed and allocated, decisions get made, change is implemented, and investment decisions are approved.
- Lead pursuits from the front but also be a team player who can engage other specialized teams (e.g., CSMs, Client Insights, Legal, Solution Engineering, Marketing, Product, Solution Engineering, etc.).
- Understand how to differentiate in the market based on professional services (e.g., Research, Insights, and vertical expertise) and have a track record of winning sales based on selling a program not a product.
What You’ll Bring
- Bachelor’s degree (or equivalent experience) required.
- 4+ years of experience in Experience Management (XM) solutions.
- Proficient knowledge of a structured consultative strategic selling process (e.g., Franklin Covey or similar).
- Ability to create meaningful relationships with senior-level contacts in the client base you will be selling to. Ability to nurture and develop new and existing client relationships.
- A proven track record in highly consultative sales with demonstrated success closing $50k+ USD annual contract value deals of multi-year duration. This track record should ideally be in selling technology-enabled consulting or services solutions to mid-to-large enterprise clients.
- Experience in customer and/or employee experience.
- Expert-level executive presentation skills with experience & comfort being in the spotlight and dealing with C-level audiences.
- Comfortable in daily use of the applicable component of SMG’s MarTech stack (Salesforce, Outreach, data enrichment tools such as ZoomInfo, LinkedIn Sales Navigator), and
- Comfortable in a Remote-First environment, hitting goals by Zoom/Teams and other remote means most of the time. As occasionally required, the ability to travel as needed (4-6 trips annually at most) – not more than 25%.
Ready to Help Brands Deliver Better Experiences?
Apply now, www.smg.com/careers to join SMG as our Client Development Director and help shape the future of our revenue organization.
